Nick Paez

GOLFTEC (CLEVELAND)

“ It works so well that we quickly became the number one center in the country.”

Back when we started, we were among the first GolfTEC franchises to open. There was no sales training or system. It was, “Here’s a script and here’s how we want you to follow it.” Well, you can tell someone “say this” until you’re blue in the face, but if they don’t feel good about it, nothing’s going to change. We don’t really have sales pros, we have golf pros. It’s a different mindset. Sales Concepts identifies the individual strengths and weaknesses of each employee and then we work together to find ways to help them overcome their challenges. It helps them to be more comfortable with the sales process and it works. In fact, it works so well that we quickly became the number one center in the country. Now GolfTEC is working to implement Sandler training for all its franchisees, nationwide. When I first thought about sales training, my mind immediately went to that used car salesman who’s really aggressive and pushy. I was like, “I really don’t want to be that guy.” Sales Concepts training is so far from that. It’s about learning to ask appropriate questions and learning not to talk so much. Now I just lead people to come to their own conclusions. The communication aspect of the training is what’s most valuable. As a business owner, as a golf instructor, as a sales person — and even as a father and a husband — it really has been an amazing experience.